The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound impact on the future of … [Read more...] about Walking the Talk with AI
If you’re not going to coach your salespeople, don’t bother training them
This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that without reinforcement, most … [Read more...] about If you’re not going to coach your salespeople, don’t bother training them
B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT
This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B sales opportunities has come … [Read more...] about B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT
Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling
As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong internal sponsorship from … [Read more...] about Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?
A New Year Resolution: eliminating wasteful sales behaviours
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours
